• Drive partner-sourced pipeline and bookings by identifying and onboarding high-impact partners, including national, regional, and MSSP channels. • Collaborate with internal channel and sales leadership to develop targeted recruitment and enablement strategies. • Create and maintain Partner Account Plans with top partners, incorporating measurable sales, marketing, and enablement objectives. • Coordinate demand generation activities with channel marketing to drive awareness and qualified leads. • Align closely with regional sales teams to connect top prospects with suitable partners, facilitating measurable pipeline growth. • Serve as a strategic liaison between Abnormal’s field leadership and partner executives, ensuring alignment and collaboration across organizations. • Conduct regular training and knowledge-sharing sessions to ensure partner teams are fully equipped to position and sell Abnormal's offerings. • Represent partner interests internally and advocate for high-quality execution of co-marketing, certification, and partner program initiatives. • Take ownership of national partner relationships and drive quarterly planning and enablement to strengthen these engagements. • Develop expertise in key areas of channel operations (e.g., deal registration, enablement programs, incentive platforms), and lead knowledge-sharing across the team.

• Identify and develop strategically important key accounts in the drugstore and grocery retail sectors • Establish new business relationships in the retail sector and open up new sales channels • Develop tailored account plans taking into account forecasts, budgeting and market potential • Manage existing retail partners and build long-term, trust-based relationships • Support the preparation and conduct of annual reviews and commercial negotiations • Deliver presentations and training for internal and external stakeholders • Monitor ongoing market trends and competitor activity to optimize our sales strategy • Create KPI tracking and reporting to steer account performance • Derive data-driven recommendations and proactively implement them • Coordinate internally with Brand, Supply Chain and Marketing to execute all measures

• Manage an assigned book of business, ensuring account retention and supporting new business • Coordinate day-to-day administrative and customer service activities, resolving complex issues, and ensuring no errors or omissions • Serve as a subject matter expert for the account management team • Maintain a high degree of technical competence and industry expertise • Direct daily activities and workflow of the account management team • Handle customer service requests, policy administration, billing, claims, and coverage analysis • Manage policy expirations and renewals • Conduct client research, prepare submissions, negotiate coverages, and present proposals • Monitor reports and take action on delinquent accounts, collecting outstanding balances • Maintain agency management systems and carrier/vendor platforms, ensuring data accuracy and completeness • Monitor and maintain activity/suspense to ensure timely completion • Maintain frequent, transparent communication with the account team regarding workload status and any issues • Deliver excellent service, proactively anticipate needs, and respond quickly to service requests • Stay updated on company policies and procedures • Seek and adopt best practices to improve individual and team performance • Demonstrate integrity and leadership

• Building strong partner relationships, serving as a trusted advisor to facilitate the growth of the partnership with GSI partners, and as an important point of contact for partners’ day-to-day needs • Using strategic thinking and relationship management to drive growth from existing partners and discover upsell opportunities • Managing renewals of annual agreements • Performing quarterly business reviews both onsite and remotely • Delivering satisfied partner relationships that result in references, case studies, and renewals • Conducting regularly scheduled partner check-in calls to determine how to maximize client satisfaction • Lead generation process • Lead the qualification process with the partner • Sales strategy discussion • Meeting confirmation and participation with a client • Tight collaboration with the sales team for the fastest progress • Deep search in social media and identify/contact potential partners for new business opportunities • Acquire new target partners and supervise the onboarding provision